Human Emotions:
Figure out how to depressurize the situation. Asking the right questions, touching on certain issues, showing concern and care, logically thinking through an obstacle.
There are many occasions in my life where I find myself trying to be as efficient as possible with my time. I like the “get to the point” approach when it comes to meetings. However, not taking the time to think through a situation can prove to be more negative than positive in some situations. Selling is creating a healthy environment for exchange, built on trust and reason, which allows buyers and sellers to make mutually beneficial decisions to solve real problems.
I never really considered how heavily human emotions way into the sales process, people need to not only financially be on board but more importantly, there needs to be trust and reason among the minds. If you don’t take the time to value your prospects needs, then you will probably rush the process and lose the sale. From now on, whenever I am meeting with someone, I want to take the time to figure out who I am really talking to in that instant. If my prospect is having a stressful day, I don’t want to make it any more stressful for them than I must.
There is always a chance that people aren’t on the same page, it is critical to avoid any mystification.
BoweryJE22
Although traditional sales models are more focused primarily on simply making the most money from the customer, the modern sales model is more about paying attention to details in an effort to find out the true intentions of the prospect. Focusing on this primarily is essential in securing long-term customers that are reliable and consistent in their buying.
Groovy piece, Steve! I do see the benefits of getting straight to the point – it is certainly a time saver.
I wonder what your thoughts are on first breaking the ice a bit? Exchanging some banter plus a joke or two on what’s new. I think it helps develop a friendly foundation for a meeting; one that will also make said meeting go over more smoothly.